CRM, HubSpot, Digital Marketing & Transformation

As Salespeople, we collect data about and from our customers and prospects daily. Increased legislation and regulations and the evolution of sales have led to changes in how this data is stored, collected and used in the sales process. We're HubSpot fans, so we'll refer to HubSpot below, but any good CRM will handle the process well.

These days, the major influencing factors required to close a deal have more to do with the buyer than with a salesperson's ability. With information at their fingertips, buyers are more informed than ever. Buyers can research your company, products, and even your salespeople before deciding. They can compare your offerings against all your competitors, are well-informed on what will work for them, and won’t be sold over a cold call or a pushy sales call. So, how do you work with this new dynamic to close more?

A strong sales pipeline is customised to your company's sales process, but it will still follow a universal core structure. A deal in the sales pipeline is moved from stage to stage in the sales process until it either falls off the pipeline (Lost Deal) or is closed (Won Deal) and becomes a customer. Related: B2B Sales: Build a B2B strategy to generate better leads 12 Reasons Bad Sales Qualification Is

The most critical priority for sales professionals is hitting those sales targets. No one will dispute this. However, the remote working revolution has changed the way that sales work. HubSpot, one of the world’s leading Sales CRM vendors, asked a global audience of 6,399 professionals across 141 countries what their company’s top sales priorities are for the next 12 months. We dived into the data and filtered it for the sales priorities in the UK. Here’s

Before any marketing and sales activities begin, it is essential to understand the difference between Leads and Qualified Leads. It's straightforward to do and enables us to prioritise future marketing and sales activities.& What is a Qualified vs Unqualified Lead? A Lead is anyone who has interacted with your company, although they may or may not become a customer. A Lead is anyone who has engaged with your company in some way, whether through a call-in, website inquiry,

HubSpot is an all-in-one hub for your business to manage Sales, Marketing, Service and website CMS as an interconnected unit. This article is going to dive into the benefits of HubSpot’s Sales Hub specifically. All-in-one As mentioned above, HubSpot connects all your business departments and their data. Leads are collected by marketing and enriched with all their tracking and activities data so that when sales take over the lead, they can qualify and manage the lead with enough context of where they came from and where they are going. Email and activities

Strong sales and marketing start with identifying the right audience. Your target audience generally falls into two buying groups - businesses (B2B) or consumers (B2C). Business-to-consumer (B2C) vs Business-to-business (B2B) sales and marketing is very different. To effectively market to each group, you should be using specific strategies, methods, and approaches. They can’t be interchanged, and not

HubSpot offers a lead scoring tool that can show our marketing and sales team who the relevant prospects are in our contact database automatically and at a glance! This works by assigning an appropriate value (positive or negative) to any number of actions, be it an email open/bounce, a webpage visit, button click or content download. Sales people are empowered by lists of leads prioritised in accordance with a robust HubSpot lead scoring system. Not to mention, marketers are enabled to group leads in different lead scoring brackets so that they can be marketed to more appropriately. Let's

Lead qualification is the systematic process of classifying prospects based on their readiness and willingness to buy a product or service from your company. It is also about gathering the right insights on your ideal buyer so you can make a sound judgement on them. Whether you are a marketer or a salesperson, it’s important to focus on the right leads that come through the funnel and at the right time. Using the solid criteria for sales and marketing leads is integral to an effective sales enablement